Business Manager 2000

     Business Manager 2000 is a series of learning experiences that moves the sales manager of today into the business manager needed for the twenty-first century. This series is designed to establish a long term partnering environment with your customer/client. The series provides consistency in your business approach, is customer goal driven, and is measured with bottom line results.

The Three Phased Approach

     Consultative Selling is a problem solving approach to defining customer needs while positioning programs, services, and products that can address those needs. First is collecting information to define the problem. Next is a three part selling process: Condition, Communicate, and Consensus. Last is to confirm agreements and define next steps. The tools taught in this workshop include: customer interview techniques, process analysis and prioritization, customer needs worksheet, and a 5 step, needs driven, selling format.

Phase Approach:	Collect	Condition	Communicate	Consensus	Confirm
Customer Impact:	Information Sharing	Value Added	Evaluation	Decision	Agreement
Sales Objective:	Knowledge Base/Cust. Needs	Set the Climate	Define Needs & Outline Solutions	Decide on Plan/Next Steps	Benchmark & Adjust Plan
Tactical Steps:	Customer Interview IDP Plan Customer Needs Market Profile SWOT Analysis Prioritize Goals	Share call objectives Verify accounts objectives Ask for feedback Buld common agenda	Describe business situation Define common objectives Deliver recommen-dations Describe joint benefits Define results expected	Review commitments Define responsibility Develop next steps Set follow-up meeting Leave positive situation	Analyze call Update customer profile Review agreements in writing Review follow-up steps

     Collaborative Negotiations is a win, win, win approach to reaching joint agreements. This includes revisiting the collection phase from workshop one and revolves around an "OPLR" Model. Agreements are reached through proper Organization of materials, Orchestration of meeting, and Offers that are mutually beneficial. A win, win, win opportunity situation depends on Probing, Listening, and Responding effectively to your customer's needs, wants, and concerns. Collaborative negotiations is a process of using gained knowledge to find common ground/interest which assists negotiation partners to arrive at agreements that meet the needs of all parties concerned.

Phase Approach:	Peruse	Organize	Offer	Orchestrate	Confirm
Customer Impact:	Knowledge Base/Cust. Needs	Understand our needs	Long range	Mutually Beneficial	Agreement
Sales Objective:	Win for Customer, Manufacturer & Consumer	Set the Climate	Partnership	Mutually Beneficial	Evaluate
Tactical Steps:	Customer Interview Customer Needs Market Profile SWOT Analysis Account plan	Understand OPLR model Define tactics Clarify personality traits Develop positive mental attitude Set opening offer Set target Set bottom line position	Break down barriers Define mutual benefit Relate to pre-defined needs Listen intently Present opening offer Modify to communication style Work to target objective Fall to bottom line if necessary	Utilize ket tactics Utilize colaborative view Understand time, information, power variations Seek common ground Give & take concessions Avoid traps	Define agreements Record in writing Assure a win, win, win! Analyze approach Review follow-up steps

     Business Planning is a step by step program for jointly building a long term business/development plan with your customers/people. This starts by revisiting the collection phase of workshop one and the "OPLR" model in workshop two which provide our data/information base. The five step process includes defining: current and anticipated business environment, business/personal goals and strategies, expected business results, and outlining responsibilities to deliver the business and manage the people. Other tools explained in this workshop include: customer information cards, account penetration matrix, and a business planning model.

Phase Approach:	Collect	Condition	Communicate	Concensus	Confirm
Customer Impact:	Information Sharing	Value Added	Evaluation	Decision	Agreement
Sales Objective:	Knowledge Base/Cust. Needs	Set the Climate	Define Needs & Outline Solutions	Decide on Plan/Next Steps	Benchmark & Adjust Plan
Tactical Steps:	Customer Interview IDP Plan Customer Needs Market Profile SWOT Analysis Prioritize Goals	Share Call Objectives Verify Account's Objectives Ask for Feedback Build Common Agenda	Describe Business Situation Define Common Objectives Deliver Recommen- dations Describe Joint Benefits Define Results Expected	Review Commitments Define responsibility Develop Next Steps Set Follow-up Meeting Leave Positive Situation	Analyze Call Update Customer Profile Review Agreements in Writing Review Follow-up steps